Senior Director Business Development - Major Accounts Services

ADP•Georgia Center, MA

6d•Hybrid

About The Position

ADP is hiring a Sr Director of Business Development within our Major Accounts Services organization. This role is responsible for identifying, evaluating, developing, and growing strategic distribution channels within Major Account Services. The role leads the development and execution of multi-channel growth strategies designed to expand market reach, enhance product and service distribution, and create new revenue opportunities. The Senior Director will own the full strategic alliance and partnership lifecycle, including partner identification and evaluation, business case development, due diligence, contract negotiation, technical enablement, go-to-market planning, sales enablement, launch, and ongoing growth. Serving as a key strategic partner to senior leadership and cross-functional stakeholders, the Sr. Director will identify opportunities to expand existing distribution channels, enter adjacent markets, and develop mutually beneficial partnerships that support long-term business objectives.

Requirements

12+ years of progressive experience in sales, marketing, business development, strategic partnerships, channel development, or a related discipline.
Previous experience leading sales operations and go to market functions
Proven proficiency in designing and performing quantitative research and developing business cases for major investments
Requires experience in sales, new business development, alliances, and partnership with "C" level executives
Ideal candidate will have experience in leading change and creating a collaborative environment
Exceptional executive-level written, verbal, presentation, and relationship-management skills.
Excellent interpersonal skills; able to manage diverse resources within a matrix environment toward the achievement of the common objective
Outstanding mental discipline: a thorough, analytical, detail-oriented person with excellent and consistent follow-through
Extensive experience building and growing strategic alliances and partner programs within a business-to-business environment.
Demonstrated experience developing and executing business development and go-to-market strategies.
Proven ability to lead complex commercial negotiations and successfully structure strategic partnership agreements.
Demonstrated ability to develop persuasive, analytically supported business cases and translate strategy into executable business plans.
A college degree is preferred but not required. What's more important is having the skills to do the job.
Military experience where skills including teamwork, adaptability, organization, and follow-through will help you build team and client relationships, identify solutions, and achieve success.

Nice To Haves

Leadership Competencies
Strategic Thinking & Planning
Negotiation & Influence
Executive Leadership
Business & Financial Acumen
Creative Problem Solving
Collaboration & Relationship Management
Channel Management & Conflict Resolution
Program & Project Leadership
Communication & Executive Presence
Initiative & Results Orientation

Responsibilities

Identify, evaluate, and develop new distribution channels, including referral, reseller, and strategic alliance opportunities, that expand existing market coverage, complement current offerings, and create opportunities to enter adjacent markets.
Develop and execute a comprehensive multi-channel business development strategy aligned with the organization’s broader growth and sales objectives.
Build compelling, data-driven business cases for proposed business development opportunities, including market potential, strategic alignment, commercial value, investment requirements, risks, and anticipated returns.
Partner with sales and business leaders to develop the Major Account Services sales component of the strategic plan, identifying and prioritizing target markets, organizations, and partnership opportunities.
Lead the end-to-end strategic partnership lifecycle, from initial identification and evaluation through negotiation, launch, enablement, performance management, and long-term growth.
Serve as the primary business development leader and point of coordination between Major Account Services, prospective partners, existing channel leaders, and internal stakeholders throughout the due diligence and partnership development process.
Lead negotiations for new strategic partnerships, including commercial terms, pricing, rules of engagement, sales targets, service and support expectations, marketing commitments, and governance structures.
Build strong relationships with senior leaders and decision-makers within partner organizations to establish alignment, strengthen collaboration, and position partnerships for sustainable growth.
Develop and implement go-to-market strategies for new distribution channels while partnering with channel leaders to continuously improve and expand existing channels.
Lead the development and coordination of implementation, integration, sales enablement, marketing communications, and business plans required to successfully launch and scale new partner channels.
Collaborate across Sales, Marketing, Product, Technology, Operations, Finance, Legal, and other key functions to ensure successful partnership execution.
Establish clear objectives, performance expectations, and success measures for new partner channels and proactively identify opportunities to accelerate growth and improve business results.
Provide strategic recommendations to senior leadership regarding emerging markets, prospective partners, channel opportunities, competitive considerations, and potential areas of investment.
Lead complex, cross-functional initiatives in a matrixed environment, ensuring alignment among internal stakeholders and external partners.
Anticipate and resolve channel conflicts, partnership challenges, and barriers to execution while maintaining strong relationships and protecting organizational objectives.
Champion new ideas and proactively identify innovative opportunities to drive revenue, expand distribution, and strengthen the organization's competitive position.